Here’s an important question: Are you coachable? Now, before you jump to answer that, I want you to pause and really think about what being coachable or coachability really means. “Coachability” is essential for top performance in sales – and for that matter ANY endeavor. It simply describes how receptive you are to feedback and guidance; AND, how willingly and effectively you apply coaching to improve your performance. Coachability is an open mindset—being flexible, adaptable, the willingness t...
Jan 19, 2025•9 min
Sales leadership demands the ability to adapt, motivate, and guide teams toward consistent, high-level performance. In this episode of The Sales Gravy Podcast , Jeb Blount is joined by Charley Bible of KaTom to discuss key strategies for sales leaders, focusing on teamwork, skill refinement, and coaching performance. These insights bridge the gap between individual development and team success, offering actionable takeaways for anyone in sales leadership. Key Takeaways: – Team Collaboration Crea...
Jan 16, 2025•42 min
Eric in Lewiston, Maine, asks how to use last year’s data to create and accurate sales plans and evaluate software tools (like CRMs and ZoomInfo) to make those goals happen. Sales planning is vital—without a roadmap, you’re just hoping your revenue targets magically come to life. If you haven’t defined clear performance metrics—like call activity, lead generation, conversion rates, or daily prospecting targets—then you don’t really have a plan. You have a wish list. Looking Back at Last Year: Wh...
Jan 15, 2025•20 min
Entrepreneurship and Sales demands massive resilience. It’s a skill, not a fixed trait, developed through intentional practice and persistence. Whether managing personal loss or professional setbacks, resilient entrepreneurs navigate challenges with focus and adaptability. This mental toughness enables them to push forward, align their business with their values, and create a lasting impact. In this episode of The Sales Gravy Podcast , Jeb Blount, Jr. is joined by Deb Sellinger to explore the po...
Jan 10, 2025•51 min
Welcome to a new segment of the Sales Gravy Podcast called Ask Jeb ! I believe sales professionals are the heartbeat of the economy. You’re the ones generating revenue for your organization and fueling innovations that keep businesses thriving. Without your hustle, your company doesn’t move forward—and, frankly, neither does the global economy. You’re the elite athletes of the business world. Ask Jeb is about you and your real world challenges. It’s your agenda and you are in control. On this Sa...
Jan 07, 2025•12 min
Happy New Sales Year! This is the first Monday of the year. The slate is clean. The opportunity to excel, to level up, to make this your best year ever is yours for the taking. The world is your oyster. It’s time to shake off distractions, get focused, and execute. As we look forward to the next twelve months, there are only three things you control. Your actions, reactions, and mindset. Actions You have absolute control over your actions. These are the choices you make about how you spend your ...
Jan 05, 2025•9 min
Discover the secrets to lead follow up and conversion after trade show, conference, and events. On this episode of The Sales Gravy Podcast , Harriet Mellor shares proven strategies for maximizing trade show ROI with personalized outreach, leveraging CRM tools, and building lasting relationships that convert leads into valuable long-term customers. Key Takeaways: – Follow-up Touchpoints: An eight-touchpoint follow-up strategy is recommended, with touchpoints spread over a 12-week period, incorpor...
Jan 02, 2025•34 min
Your personal goals are the aspirations that drive you, inspire you, and push you through the tough days. As you’ll learn in this Monday Money podcast episode and article, these goals are essential to helping you maintain sales discipline throughout your sales year. Personal Goal Buckets When developing personal goals, I break them down into three buckets: To-Have Goals These are the things you want to acquire or buy. For example, this year, I set a goal to purchase a new home—and I did. Whether...
Dec 29, 2024•13 min
In this episode of The Sales Gravy Podcast , take a look back at the best insights from the year. These moments aren’t just memorable, they’re actionable advice that sales professionals can take into 2025 to thrive in an ever-evolving landscape. Key Takeaways: This year reinforced a crucial truth: the fundamentals of sales never go out of style, but adapting to the environment around you is key. Buyers are sharper, busier, and more discerning, which means the best salespeople need to work smarte...
Dec 26, 2024•28 min
For me, the last full week of the year has always been the chance to pause, take a break from the grind of selling, and really think about what happened over the past year—the good, the bad, and the ugly. If you are anything like me and do the same, there are two ways to look back on your last twelve months. You can do so with regret or reflection. These two opposing lenses are vastly different in the way they affect your view of where you’ve been and where you are going. Regret Let’s start by u...
Dec 23, 2024•12 min
In this episode of The Sales Gravy Podcast , discover how Alex Niswander used the Fanatical Prospecting framework to maximize outreach and build meaningful client relationships. Learn about creative touchpoints, High-Intensity Prospecting call blocking (HIPs), and actionable tips to fill, move, and close your sales pipeline effectively. Key Takeaways: – Multiple Touchpoints for Better Engagement : Combining weekly calls, text messages, and video messages in a month-long sequence creates many cel...
Dec 19, 2024•49 min
Over the past two months, the team at Sales Gravy has been working hard on our business plan for next year. Like so many other companies, we build an annual business plan because we need to know where we’re going and how to get there. We’re not leaving our fate to chance. Our business plan is the compass that helps us navigate and stay on track to reach our goals. Randomness is the Enemy of Effectiveness But what about you? Have you ever stopped to think that you need the exact same thing for yo...
Dec 16, 2024•12 min
In this episode of The Sales Gravy Podcast , Jeb Blount, Jr. welcomes Kirk Richardson, author of Craft Beer Country , to dive into the world of craft beer, exploring trends, challenges, and the rise of IPAs. Discover how the craft beer industry has blended innovation and tradition to become a cultural phenomenon. Key Takeaways: – Resilience in Craft Beer Market : Despite challenges in the beer industry, craft beer gained a 13% increase in market share in 2023, weathering the storm better than la...
Dec 12, 2024•1 hr
Learn how to sell more at the end of the year by helping small and medium-sized businesses (SMBs) reduce their tax bill while making strategic investments in their company on this Money Monday episode of the Sales Gravy Podcast . If you’ve been looking for a way to hit or exceed your annual quota, qualify for President’s Club, or simply earn a bigger paycheck or bonus, focusing on SMBs in the final weeks of the year might give you the edge you need. SMBs are Motivated to Reduce Taxes In the Unit...
Dec 10, 2024•12 min
In this episode of The Sales Gravy Podcast , Jeb Blount interviews Keith Peiris, CEO of Tome, to discuss how AI is transforming sales, from prospecting and building lists to crafting personalized emails and uncovering hidden opportunities. Key Takeaways: – Understanding Strategic Alignment is Key: Successful enterprise sales go beyond impressing with technology. It is essential to understand a prospect’s business strategy and align solutions with their key initiatives. – Effective Discovery is M...
Dec 05, 2024•51 min
In this episode of the Sales Gravy Podcast , I highlight a key sales opportunity as we approach the final stretch of the year. There is no doubt that this has been a strange year, right? With the election, inflation, and so much uncertainty a lot of businesses held back on spending – even though, as a whole, the economy was pretty good. Now that the election is over, these same businesses have a budget left over that they need to spend before the end of the year. Buyers are in a Good Mood The go...
Dec 02, 2024•4 min
In this episode of The Sales Gravy Podcast , Jeb Blount Jr. sits down with sales guru Kristie Jones as she shares her secrets to success, including powerful mindset shifts and strategies to unlock your full potential. Key Takeaways: – The Importance of Positivity in Decision-Making : Positive decisions about entering a sales role, rather than trying to escape a current job, can lead to more fulfilling outcomes. Sales success often comes when you’re focused on going toward something, not just get...
Nov 21, 2024•40 min
In this lively episode of The Sales Gravy Podcast , Jeb Blount welcomes Patrick “Pops” Garrett, Founder & Chief Drinking Officer of DrinkCurious , to explore the unique intersection between bourbon tasting and sales engagement. Key Takeaways: – Virtual Tastings as Sales Hooks : Virtual bourbon tastings became an effective “hook” to attract attendees to sales demos, webinars, and client meetings, increasing engagement and helping to break through typical sales communication noise. – Engagemen...
Nov 14, 2024•1 hr 31 min
In this episode of The Sales Gravy Podcast , Jeb Blount sits down with Andy Matheou from RHM Staffing to dive deep into the challenges and triumphs of selling in the staffing industry. Andy shares his journey from individual contributor to a leadership role, offering invaluable insights on hustle, resilience, and the unique demands of staffing sales. Key Takeaways: – Early success in sales can be attributed to a strong work ethic, with long hours and dedication playing a significant role in care...
Nov 07, 2024•46 min
On this episode of The Sales Gravy Podcast , host Jeb Blount Jr. and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of authenticity in digital sales, and strategies for building trust in the modern sales environment. Neil emphasizes the significance of understanding buyer psychology in today’s digital age. Key Takeaways: – Shift from Traditional Sales to Digital Proficiency : The old sales model is broken. Sales profe...
Oct 31, 2024•25 min
Join host Jeb Blount Jr. as he welcomes legendary sales expert, Mark Hunter, to The Sales Gravy Podcast ! In this episode they dive into actionable Outbound strategies, discuss the latest AI trends, and reveal why authentic relationships are the cornerstone of every successful sale. Key Takeaways – Success in outbound selling relies on maintaining strict discipline, consistent activity, and following a structured process to keep momentum and drive results. – Results in prospecting don’t happen o...
Oct 29, 2024•29 min
On this episode of The Sales Gravy Podcast , JBJ sits down with Amy Franko, a sales expert specializing in the mid-market, to discuss pipeline velocity, qualifying deals, and the importance of asking the right questions in sales. Amy shares her insights on how to overcome common sales obstacles and provides practical advice for improving sales performance. Key Takeaways: – Pipeline Velocity as a Critical Metric : Pipeline velocity is essential for sales success, particularly in the mid-market se...
Oct 24, 2024•31 min
In this episode of The Sales Gravy Podcast , host Jeb Blount Jr. sits down with LinkedIn expert and OutBound speaker Brynne Tillman to discuss the keys to leveraging LinkedIn for sales success. Brynne shares essential information on avoiding common mistakes like the dreaded “pitch slap,” the importance of personalization over automation, and how to truly engage with prospects on LinkedIn. Key Takeaways: – LinkedIn as a Networking Tool : Approach LinkedIn interactions like networking at an event....
Oct 22, 2024•17 min
Join Jeb Blount Jr. and, special guest, Anthony Iannarino on The Sales Gravy podcast as they dive deep into the world of sales. Discover the secrets to successful outbound strategies, learn how to elevate your executive briefings, and gain valuable insights on navigating a potential recession. Key Takeaways: – Behavioral Changes for Success : Incremental improvements and a willingness to change behavior are critical for success in sales. Consistent effort, particularly in prospecting, is emphasi...
Oct 22, 2024•17 min
On this episode of The Sales Gravy Podcast , Jeb Blount Jr. and special guest Victor Antonio, renowned sales expert and author, dive deep into the world of sales, AI, and mindset. Victor offers valuable insights on how to leverage cutting-edge technology to boost your sales productivity, overcome common challenges, and achieve peak performance in 2024 and beyond. Key Takeaways: – The Role of AI in Sales : Sellers are being inserted deeper into the sales process, with AI managing much of the earl...
Oct 15, 2024•27 min
On this episode of The Sales Gravy Podcast , Lucy Beth Adams sits down with Master Sales Trainer, Jessica Stokes to discuss her journey in sales, from her early days in cold calling to becoming a top trainer. She offers valuable insights on maintaining customer relationships, handling objections, and staying motivated in a challenging sales career. Key Takeaways: – Facing Rejection with Determination : Early sales careers can involve a lot of cold calling, rejection, and setbacks. However, havin...
Oct 10, 2024•35 min
In this episode of The Sales Gravy Podcast , host Brad Adams interviews Stephen Drum, a retired Navy SEAL Master Chief, renowned keynote speaker, and author. Drum shares his unique insights on leadership, team building, and performance under pressure, drawing from his extensive military experience and his work as the co-creator of the US Navy Warrior Toughness program. Key Takeaways: – Agility in sales involves being prepared to pivot and adjust based on the situation and the customer’s needs. –...
Oct 07, 2024•37 min
Sales professionals are always looking for fresh strategies to boost their performance and outshine the competition. Surprisingly, one key factor that’s often neglected is their physical fitness for sales. On this episode of the Sales Gravy Podcast , Jeb Blount discusses how physical fitness impacts sales success with online fitness coach Josh Hulsebosch . Key Takeaways – Importance of Posture : Maintaining a “proud posture” is crucial for both physical health and psychological confidence during...
Sep 26, 2024•1 hr 12 min
In this episode of The Sales Gravy podcast , Jeb Blount Jr. hosts Barrett King, Senior Director of Revenue and Partnerships. In this episode they dive into key insights on building effective sales training, the importance of a well-defined go-to-market strategy, and the power of partnerships to drive customer success. Barrett’s approach to how sales enablement and partnerships can dramatically reduce the time it takes for a sales team to become proficient, creating stronger, faster results. Key ...
Sep 19, 2024•41 min
On this episode of The Sales Gravy Podcast , host Jeb Blount sits down with sales expert Brian Parsley to tackle one of the most common objections faced by sales professionals—price. Brian shares actionable strategies on how to shift conversations away from price and towards value, helping salespeople overcome objections and close more deals. Key Takeaways: – Understanding Communication Styles : Everyone has their own unique communication style, whether direct, indirect, consensus-building, or e...
Sep 12, 2024•37 min
